Sales Strategy

The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.

You will learn:

1. What it means to sell like an ambassador
2.Key value elements that are most important to our prospects and customers
3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
4.Loyalty strategies you can apply with prospects and existing clients

Key Takeaways:

•What it is
•What it isn’t
•Turning Social into real engagements
•Is it just LinkedIn
•Receive a Personal Action Plan

Reasons to attend

Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart

In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

The content of this webinar is highly effective when you face:
•Long sales cycles (larger deal size)
•Tough competition
•Multiple decision-makers in the buying process
•Executive level decision makers

You will learn how to:
1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
2.Examine formal and informal power and find the relevant executive
3.Improve forecast accuracy
4.Win more profitable business

Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.

Sales Managers - join me for a discussion about how to set expectations that motivate sales professionals. We'll tackle the myths about sales management that interfere with goal attainment and reveal the secrets of sales motivation.

Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?


You will learn:

1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
2. What is the most important issue facing all global businesses.
3. What resources are available to help you learn about doing business in other countries.
4.How you can decide what to do when your customer is expanding internationally
5.What opportunities you have to be innovative with global customers.

Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to crush their sales numbers.

No PowerPoint, no videos, just open and frank discussion.

Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.

Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.

You will learn:

- What is the current state of sales coaching
- What can you do to improve your coaching effectiveness
- How to ensure that you and your sales managers are coaching

Digitale Transformation und Wettbewerbsfähigkeit gehen für viele Unternehmen Hand in Hand – vor allem in Branchen wie dem Finanz- und Versicherungswesen, in denen Vertragsabschlüsse zentral sind, ist eine gute Customer Experience differenzierend.

Die Grundlage dafür bilden oft die Geschäftsprozesse innerhalb eines Unternehmens. Denn wenn es intern schnell und reibungslos läuft, kann das nach außen weitergegeben werden.

Im ersten Teil unserer Webinar-Serie „Sign-Up 2019“ verraten Ihnen Experten, wie Sie Ihre Geschäftsprozesse mit den richtigen Tools digitalisieren und die Weichen für das bestmögliche Kundenerlebnis stellen. Erfahren Sie mehr zu smartem Dokumentenhandling und E-Signaturen im Webinar:
• Dokumente digitalisieren und Verarbeitungszeiten um bis zu 83% reduzieren.
• Wichtige Prozesse erneuern und mittels KI automatisieren.
• Mit digitalen Berührungspunkten mehr Komfort für Kunden schaffen.

Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
You will learn:

1.Scripts vs. “winging it” – what you need to know
2.5 things you absolutely, positively must have down cold
3.How to break down your sales script into “beats” like an actor
4.The difference between “internalizing” and “memorizing” your script
5.How to deliver your script so it never sounds canned!

Automating the creation and distribution of your most commonly used and highest-value documents can help teams across your company achieve greater speed and efficiency, deliver a better customer experience, and improve business operations without additional resources or expense.

Join us to:

1. Discuss the importance of Digital Document Transformation.
2. Hear more use cases for Conga Composer and Conga Collaborate.
3. Start transforming your processes to generate more revenue and create business-critical efficiencies.

Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.

We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:

1. Factor in the decision process.
2. Stop excessive and unnecessary reorganizations.
3. Sell solutions that impact business.
4. Manage internal expectations.
5. Don’t overcomplicate it.
6. Avoid unprincipled concessions.

This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.    

As a result of attending this event, you will learn how to:

Make it easier for your customers to buy.
Sell solutions that impact the customer’s business 
Simplify the process and manage internal expectations.
Avoid unprincipled concessions.

The termination of an employee is never easy and although there is no exact science to the process, there are measures that can be taken to lessen the adverse impact of emotional, legal, and safety issues that might arise. Surprisingly, even the most seasoned human resource professionals and managers are often at a loss for the most appropriate actions during such an event, which results in a less than dignified situation for the affected employee. This webinar will guide you through the essential elements of developing a strategic plan to ensure you and your management team navigates through the termination with the best possible outcome for all involved.

Effective contract management has many quantifiable benefits for companies. The return on investment can be remarkable, appearing on many levels across various departments.

At Conga we understand the importance of getting contract management right and we believe that all successful deployments share a common journey.

Join us as we discuss:

1. How to think big but act small - We know CLM can be overwhelming
2. Key Elements of CLM
3. Phased and iterative approach to Implementation (when to phase and a few considerations)
4. The difference between a successful and a failed implementation
5. CLM Maturity and it's affect on contracts

Let us show you how your business can realize it’s full potential by understanding and managing your current and future contracts.

Reasons to Attend:

I show you LIVE inside my LinkedIn account so you can use the same techniques to predictably fill your sales pipeline too.

Here are a further 3 valid reasons to attend:

1.You’d love to get the inside track on what I do so that you and your teams can do it too
2.I show you the 23 filters within LinkedIn to instantly pinpoint your prospects with laser precision
3.You’ve been itching to conquer LinkedIn or social selling and want to create a flow of leads.

Key Takeaways

•2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
•1 action that alerts you to new prospects, even without a fresh database of leads
•2 approaches to credibly grow your audience of prospects and referrers
•1 Power Play that attracts, rather than repels, your prospects.

Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.

Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.

During this live webinar you will learn:

How to create marketing-approved sales campaigns that will generate more leads
Close more deals and maximise ROI
Achieve sales and marketing alignment

The end of the fiscal year is always a mad rush of activity as department heads hurry to push through projects, spend remaining budget, and finalize contracts before the year closes. Sales, procurement, and legal teams usually feel the brunt of the pressure, as they battle timewasting manual processes and piles of paperwork to squeeze in priority projects and revenue opportunities in under the wire.

Join Conga and Statera for a discussion about contract management pain points and best practices to remedy those pitfalls and put you on a path to efficiency for 2019.

In this session you’ll learn:

-Common pain points and pitfalls when it comes to contract management
-Best practices for the buying process and implementation
-Demo: MSA and NDA tips & tricks

Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.

Are you tired of how many of your sales team’s deals end in “No Decision?”
Does it concern you how many of your sales reps don’t make quota?
Are you ready to do something about it?

In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:

1.Shift your sellers’ mindset to think like a buyer
2.“Flip the script” to operate outside-in, from your buyers’ perspective
3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
4.Increase competitive differentiation as well as improve win-rates and quota attainment
5.Sell differently to get different results

Key Takeaways:

How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


Reasons to Attend:

Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.

Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”

You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.

Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''

212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.

From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.

Deb is hosting special guest Jeffrey Gitomer because…

After 50 years of successfully making sales all over the world.
After delivering more than 2,500 customized speeches to the world's biggest companies.
After establishing an unrivaled social platform with millions of views and followers.
After leading the marketplace with Sell or Die podcast.
After delivering more than 350 sold-out public seminars to audiences all over the globe.
After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...

Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.

The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:

1. Value Attraction (creating social messages that make the reader want more)
2. THEM Preparation (planning strategy, getting ready, and executing)
3. Value Engagement (attraction PLUS value)
4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
5. Building profitable long-term relationships (loyal, value driven customers)
5.5 Building a permanent referable first-class reputation (both online and community based)

This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.

Part I in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEO, President, Founder, Owner, Business Development, Sales VP, CMO, Sales Enablement, Key Account Manager of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations. Far too often, these responsibilities become divided by territories, individual reps, product lines, historical relationships, or sales to divisions or subsidiaries. The corporate board and senior management make their most strategic business and financial decisions with their entire global footprint top of mind—unless you can see the whole as well as its parts, you operate from a position of weakness. How can your company initiate and manage long-term relationships with the many people, subsidiaries, locations and divisions of a global account in a way to provide the greatest value to that customer and you? This webinar covers your company’s knowledge base—how do you gain relevant knowledge, manage it, share it, and keep it up to date. Who should be responsible and how can you afford to do it?


You will learn:

1.How much does your team need to know in order to be successful?
2.How to conduct research, synthesize what’s relevant, and keep it up to date?
3.How to share and communicate among all who need to know?
4.What are the relevant tools and resources to make this process easy?
5.Who should be responsible for doing this work? How can you afford it?

Companies spend lots of time, money and resources creating great content. The problem is this content often doesn't get the attention it deserves.

Whether it's an eBook, video testimonial, blog post, webinar, new job post or even sales collateral, when information doesn't flow, engagement is low and well, you know the drill.

Watch this webinar to learn how you can leverage employee advocacy and the power of networks to give your content the attention it deserves with increased reach, trust and content marketing ROI.

The most effective Sales Managers understand that managing sales is only part of the job. To succeed long term and build the business, you can't ignore the other part of your job -- leading people. Join me to learn how you can out-perform your peers, delight your customers, and support your team members in ways that really matter.

Key Takeaways:

Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

-Big Data
-Social Platforms
-Sales Force Automation Systems
-Cloud-based CRM Technology
-Mobile technology

Reasons to Attend:

-Why individuals need to be involved in the choice of business productivity tools
-The different benefits different users derive
-Why learning to work with salespeople is the best way for buyers to avoid white elephants

Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.

In sales, learners are earners! The benefits of lifelong learning and ongoing development are well-documented. In sales, curiosity and the pursuit of knowledge translate into goal-attainment and professional success.  

But who has time for training or going back to school? Sellers are busy! 

Maybe there's another way. 

Join Deb Calvert, founder of The Sales Experts Channel, and special guest Jonathan Farrington, CEO of Top Sales World, as they discuss resources, options, and best practices for busy sales professionals. They'll show you how to accelerate your development, expand your knowledge base, and earn more by learning more even if:

- you are busy or overwhelmed
- you've never attended a single college class
- your company doesn't provide sales or management training
- you don't like reading 
- you disliked school and feel intimidated by the thought of learning or changing 

What do you have to lose? Register today so you can start learning (and earning more!) right away. 

Hear about how this leading accountancy firm chose Workbooks, the integration between Workbooks and CCH, how they can now quickly report on sales and marketing activities to make informed decisions and ensure they focus on activities that win business.